The discovery call

minutes: 20

# Discovery call

## ! Who else has to say yes
> key: who else, sign off, decide

The people who are not on this call will still have an opinion when the invoice lands. Ask who has said no to something like this before. The name that comes back is the call you actually have to win.

## ! What happens if they do nothing
> key: do nothing, live with it, stay as you are

Usually "nothing much", and that is the real competitor: not another vendor, just the version of next quarter where nobody changed anything. Ask it plainly and let the answer be boring if it is boring.

## ! What they have already tried
> key: already tried, didn't work, last time

Whatever they tried before is the shape of what they expect from you, and the reason they will hesitate. Find out what broke, and who wore it.

## ! Money and timing
> key: budget, this quarter, what does it cost

Ask out loud, in the same tone as everything else. Late is worse than awkward, and a number you did not ask for is a number you will hear in six weeks from somebody who is not in this conversation.

## ! Agree the next step
> key: next step, calendar, put time

A date and a name, said by them and not by you. If they will not say it out loud, you have just learned the most useful thing on the call.